Highly successful sales professionals have extremely valuable networks. They’ve developed them, nurtured them, cultivated them and invested considerable time in maintaining them. We’re human. We’re all social creatures, hard-wired to seek out a community. In fact, our Read More

Is having a conversation a lost sales art? Conversations are the strongest sales tool that sales reps have in order to effectively build credible relationships between their clients, their prospects, their brand and their company. When’s the last time you had a conversation Read More

“The heaviest thing in the world is an empty pocket.” Yiddish Proverb Translated to sales: “The heaviest burden a sales rep can carry is being an empty suit.” It’s happening within many, and I mean many, sales bullpens! Reps complaining about lack of Read More

Take care of your customers or someone else will! How many times have you heard that one? Yet, how many times do we fail at taking care of our customers in the way they want to be taken care of? Successful leaders know in order to grow sales you must take care of your customers. Read More

When’s the last time you’ve asked one of your clients what they thought of you? I’m deeply concerned that many in sales have taken their clients for granted. They’ve failed at building, nurturing and growing their relationships. Building relationships with Read More

Question for all those in sales…Whose responsibility is it to ensure you have the skills, knowledge, behavior and tools need to engage in meaningful conversations? Personal accountability, it’s the foundation of sales success. How much of your success would you say is up to Read More

How often do you hear the key to success is customer service, yet this is one of the greatest struggles for many in sales? I have a solution, but it requires more than a change of focus. It requires a change in purpose. The key driver to great customer service is to become a Read More

The sales world has changed. You can say Father Google, along with technology, has been the catalyst. The shifts have been dynamic, widespread and it’s impacting everyone from those in the C-suite to those within sales. The sales process and journey is so different today Read More

In Sales Professionals Chase Excellence, Not Shiny Objects; the overall objective was simple… just get to work and stop chasing shiny objects. What would happen if you got rid of the excuses, overcame your fears and squashed your ego? How would this change your sales results? How Read More

If you wish to sit with executive leaders at the decision-making table, you need to learn, consume and mirror their characteristics. Now granted, not all sales require C-level or executive access. However; engaging at this level is critical if your goals are to build strategic Read More

Technology and sales enablement tools are not only helping sales professionals gain momentum in their marketplace, they’re also changing the way they sell their services. Selling successfully in a digitally driven, highly networked and socially empowered business world Read More

Paper shuffling, sweaty palms, time to go to the bathroom, nobody answers the phone, surfing the internet—the excuses run rampant inside sales bullpens. Sales monkey business has run amuck inside sales teams of all sizes. Isn’t the ability to pick up the phone to call potential Read More

Observe those successful in sales, and you’ll soon notice they’re good at the art of conversation. If you think this sounds easy, think twice. Having engaging sales conversations takes a tremendous amount of skill, practice and patience. With so many leaning heavily Read More

Conversations are the strongest sales tool that sales reps have in order to effectively build credible relationships with their clients, their brand and their company. Unfortunately, many in sales believe their customers enjoy working with them because they have the best products Read More

I’m not knocking you sales managers. I know you’ve invested a great deal in creating sales strategies to help increase your teams’ win rate. I know you’ve heavily invested in helping your team get customers interested in your company’s brand. What Read More